In my three decades of experience working in the real estate industry both as a sales professional and trainer, I’ve witnessed a curious phenomenon during shifting markets. The art of closing a sale, or what we might call the final act of negotiation, often gets overshadowed in strong markets. But what happens when the market shifts? Suddenly, the skill of closing, neglected and underused, becomes a salesperson’s lifeline. I want to explore how sales professionals can reclaim and master this skill, turning what is often feared into a powerful tool for success.<\/span>\u00a0<\/span><\/p>\n Consider this: In a buoyant market, customers often approach salespeople, eager to purchase. This dynamic, while favorable, can inadvertently cause sales skills to rust. When the market takes an unexpected turn, the ability to effectively close a sale becomes not just valuable, but essential. However, many find themselves unprepared, their closing muscles weakened from disuse.<\/span>\u00a0<\/span><\/p>\n A critical aspect that I emphasize in my training sessions is what I call the “yielder” tendencies among salespeople. This refers to the inclination to shy away from discomfort, to seek an easier path rather than confront the challenging task of closing a sale. This tendency is masked in a strong market but becomes glaringly apparent when times are tough. Yielders, seeking comfort, often miss the chance to close a deal, opting instead for what seems like the path of least resistance.<\/span>\u00a0<\/span><\/p>\n I challenge sales professionals to view selling not just as a transaction but as a service to their customers. This mindset shift is crucial. Asking for the sale is not a sign of disrespect but a part of delivering exceptional service. The goal is to help customers get what they want. To do this, one must combat the yielding tendency, be bold, and confidently ask for the sale.<\/span>\u00a0<\/span><\/p>\nRediscovering the Lost Art of Closing<\/span><\/b>\u00a0<\/span><\/h2>\n
The Yielder’s Dilemma<\/span><\/b>\u00a0<\/span><\/h2>\n
Reimagining Selling as a Service<\/span><\/b>\u00a0<\/span><\/h2>\n
Understanding the Closing Process<\/span><\/b>\u00a0<\/span><\/h2>\n